Transcript Hard Hitting Tools for More Effective Selling

Hard Hitting Tools for More
Effective Selling
Presented by Mario Altiery
Upside Group
Presentation sponsored by
Franchise Gator
Introduction
Format and Purpose of the
presentation
Facts and Misconceptions
Facts and Misconceptions
•viability of leads
Facts and Misconceptions
•viability of leads
•experience of sales people
Facts and Misconceptions
•viability of leads
•experience of sales people
•difficulty of the sale
Facts and Misconceptions
•viability of leads
•experience of sales people
•difficulty of the sale
•tire kickers
Facts and Misconceptions
•viability of leads
•experience of sales people
•difficulty of the sale
•tire kickers
•appointing franchises
Core Competencies
Core Competencies
•tracking results
Core Competencies
•tracking results
•hire and/or train your staff
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
•organize your sales process
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
•organize your sales process
•know your goal
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
•organize your sales process
•know your goal
•know your prospect
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
•organize your sales process
•know your goal
•know your prospect
•track results
Core Competencies
•tracking results
•hire and/or train your staff
•marketing materials
•speed to response
•competition
•personal touch
•organize your sales process
•know your goal
•know your prospect
•track results
•Review both positive and negative results
Ongoing Tasks
Based On Results
Ongoing Tasks
Based On Results
•competition
Ongoing Tasks
Based On Results
•competition
•advertising
Ongoing Tasks
Based On Results
•competition
•advertising
•portal copy
Ongoing Tasks
Based On Results
•competition
•advertising
•portal copy
•support collateral
Ongoing Tasks
Based On Results
•competition
•advertising
•portal copy
•support collateral
•follow-up procedures
Ongoing Tasks
Based On Results
•competition
•advertising
•portal copy
•support collateral
•follow-up procedures
•feedback from prospects
Ongoing Tasks
Based On Results
•competition
•advertising
•portal copy
•support collateral
•follow-up procedures
•feedback from prospects
•who bought – who didn’t and why
Conclusion
Q&A